Senior Business Development Manager - Strategic Partnerships

Senior Business Development Manager - Strategic Partnerships

The Position

Reporting to the General Manager, the Senior Business Development Manager is responsible for creating growth and corporate value through the identification and pursuit of strategic business opportunities through collaboration with our joint venture parent companies, Trimble and Hilti. This position is responsible for expanding the combined Trimble and Hilti solution strategy which enable and accelerate our joint venture strategy. The position will lead and work on opportunity identification, deal modeling and analysis, and due diligence. This role will also facilitate commercial partnership negotiations and partnership execution plans.

Responsibilities

• Lead the identification, prioritization, assessment, and pursuit of strategic partnership business development opportunities between Hilti and Trimble.
• Conduct market assessment including sizing, business model creation, and disruptive thinking around the joint venture.
• Proactively identify key growth areas and evaluate opportunities for shared value of the parent companies.
• Identify go to market alignment, where Trimble and Hilti go to market channels can synergistically create value for parent companies.
• Identify and pursue opportunities in attractive adjacent markets
• Build detailed financial models for business case presentations related to opportunities
• Facilitate the negotiation and structuring of strategic partner deals ensuring value creation for Trimble and Hilti
• Conceive and execute complex partnering activities involving cross-functional stakeholders including senior executives
• Oversee partner financial, operational, and functional due diligence
• Lead in the management of parent organizations providing them with the key face and relationship for their partnership with ICT.

Functional Detail:

Strategy: Work with category, product, and go to market teams from both parent companies to identify potential high growth areas where capabilities and/or functionality can be created via collaboration.

• Continuously engage with Product Management, Sales and Customer base to understand functional gaps and opportunities where collaboration approach may provide short or mid-term solution
• Continuous vetting of ideas and concepts with executive, management and product teams to ensure linkages with teams to joint venture strategy

Research & Analysis: Perform necessary research and analysis for the identification of strategies and joint venture growth opportunities

• Develop and execute qualitative (i.e. focus groups) and quantitative (i.e. surveys) research for further understanding identified opportunities
• Develop an active network of SMEs to call upon for information, validation and reference
• Attend industry conferences to research markets and identify opportunities and build network
• Effectively summarize research for executive presentations
• Engage closely with parent finance organizations to develop a full financial model for opportunities
• Lead process to implement key assumptions in financial models including growth and/or organizational assumptions
• Ensure that multi-functional input is included in financial model assumptions

Sourcing & Cultivation: Lead initial outreach to target technology partner organizations and executive teams

• Identify target individuals for connections, using network connections when possible
• Develop rapport with key executives to understand motivations
• Effectively present ICT organization, vision, and strategy to target executives and teams
• Review partner company product, capabilities, and technical platform - building hypothesis around potential fit (or non-fit) for collaborative solutions
• Maintain ongoing relationship and rapport with executives to ensure opportunity for long range dialogue and relationship building

Business Deal Execution: Leads development of materials and processes for transaction approval and execution

• Develop necessary financial models for deal business models
• Coordinate development of business transaction terms to be presented to and negotiated with technology partners
• Lead partner due diligence team and process
• Facilitate negotiation, in collaboration with finance and legal teams, of partnership letters of intent and contractual agreements

Operational Hand-off/Partner Management

• Work closely with operational groups to ensure that hand-off of internal teams to parent company teams is achieved gracefully and seamlessly
• Maintain ongoing leadership of partner relationships and management becoming primary contact for partners.
• Lead regular reporting on partner business progress, with ongoing reporting to executive organization.

Qualifications

• 5+ years relevant business development, product management, or sales experience in high growth tech companies
• Software or high tech industry business development experience
• Ability to analyze complex business relationships and convert into contractual agreements
• Organizational ability to manage multiple projects and assignments
• Ability to present, influence, and interact with business executives
• Strong influencing skills, a high level of personal presence and maturity, as well as strong communications and relationship building skills - able to inspire and instill confidence in a wide range of audiences
• Strategic mindset, ability to look to the future, big picture thinker
• Ability to thrive in a highly dynamic, entrepreneurial, time sensitive, collaborative environment

Education

Undergraduate degree in Business, Engineering, or other quantitative discipline. MBA desirable.

Location: Trimble Westminster, Colorado, Viewpoint Portland, Oregon or remote in US Time Zones.

Trimble Inc. is proud to be an Equal Opportunity and Affirmative Action Employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, status as a covered veteran in accordance with applicable federal, state and local laws, or any other protected factor. EOE/M/F/V/D